Leading 20 Clinical Company Changes Over the Last Eighteen Months: How They Affect Pharma Sales Reps

In 2008, these were the Big 20 clinical companies:

The list looks a little different these days.  For instance, Pfizer purchased Wyeth in January 2009, Merck purchased Schering in March 2009, and Roche signed a major deal with Genentech…confirming for many a trend toward consolidation in big pharma.  Which means that there are almost certainly more changes to come.

My take:  With many block-buster products losing patent privileges, weak future product pipelines, slow market growth, tremendous litigation issues, an ever-increasing regulatory environment, and continued formulary tightening by insurance companies, clinical companies are being battered and forced into mergers, buyouts, and massive layoffs in order to stay afloat.  All that shifting and adjusting throws many sales reps right off the boat. 

We’ve seen thousands of resumes from pharmaceutical revenue reps who were already in pods calling on the same market area…so competition was already fierce when the market was nice.  Mergers cause even more duplication in sales territories, so pharma reps get laid off–the lucky ones get generous severance packages, but many get nothing.  Trying to get another medical sales career opportunity in this set of circumstances is the definition of insanity– doing the same thing, but expecting to get different results.  Because of the tremendous glut of these kinds of candidates searching for a position in a market that isn’t hiring because of the weak economy and other contributing factors (already noted), those candidates aren’t only out of a position, but they are really out of a career.

The answer is for the former pharmaceutical sales rep to evaluate, retool, and readjust to this new reality.  Pharmaceutical sales reps often discover obstacles when attempting to branch out into other areas of medical sales, but I have placed many pharma reps into other healthcare sales areas.  The catch:  they must accept that their skills may only get them into an entry-level sales position.  That’s a little difficult to swallow for some reps who’ve been around for a while.  It’s not all negative–most of my client companies pay more in total compensation than the traditional clinical pay structure.  But they also require strong skill sets, more technical skills, and very often more priceless old-fashioned elbow grease.  Other areas of clinical sales (pharmaceutical sales, clinical device sales, clinical diagnostics, imaging sales, clinical laboratory sales, hospital equipment sales, biotech revenue, etc.,) are a little harder to get into, but the results are worth it in compensation, respect, and job stability. 

If you’re an out-of-work medical sales rep willing to start your career in a pharma or healthcare-related company that requires real sales closers and pays for performance, apply here.

If you need personal career coaching to help you through this (and who wouldn’t?) then read this.

Article courtesy of  Peggy McKee - Owner / Senior Recruiter at the nationally
recognized clinical and laboratory sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved

Top 20 Pharmaceutical Company Changes Over the Last 18 Months: How They Affect Pharma Sales Reps